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How to Give a 6-Minute Presentation at 1 Million Cups

As an entrepreneur, you’ll often be asked to give a pitch about your company and your offering. Of course, there’s the 30-second elevator pitch, the 2-minute pitch, and so on, but you’ll have to pitch your company no matter what you do.

At 1 Million Cups (I lead the Orlando chapter), you have six minutes to give a presentation, followed by 20 minutes of questions, constructive advice, and feedback, about both your company and your presentation.

I’ve seen countless entrepreneurs give what is likely their first presentation, and they blow it. They try to cram as much information into their slides as they can, they fill us up with statistics and stories, and they tell us as much as they can about the problem, its scope, and the heartbreak of whatever it is they’re fixing. They also include their own journey, their history, how they learned about the problem, and how they decided to fix it.

Eugeniu Rotari of Via Typing presenting at 1 Million Cups Orlando.
They have a couple dozen slides — I once saw a presentation that had 30 slides — and they think six minutes is plenty of time to share their vision about how they’re going to solve this problem that’s plaguing millions.

Except they barely get through the first three slides when time runs out.

They failed. We didn’t learn about the company, their work, whether the problem can actually be fixed, or whether they’re the ones capable of doing it.

Ideally, when you have a six-minute presentation, you should have a slide deck with only six slides. Your slide deck should have very little text on it, and it should have stunning visuals. (Those are less important, but still helpful.)

What it should not have:

  • More than 5 bullet points.
  • More than 5 words in each point.
  • Organizational charts.
  • A doctoral dissertation’s worth of industry statistics.

How should your 1 Million Cups presentation should go

This is a Problem-Solution format that tells people, well, what the problem is, and how you can solve it.

Basically, your ideal slide deck should contain the following information.

  1. Opening splash screen
  2. The problem you want to solve
  3. The cost/size of the problem (the TAM, SAM, and SOM)
  4. The solution to the problem
  5. How YOU provide the solution
  6. Your contact info.

Don’t forget, your presentation should start with a story. Not necessarily a story about you, but about a client who benefitted from your work. Tell this while we’re looking at your second slide.

“ABC company had a problem: they were losing $50,000 per month on employee turnover and onboarding. We helped them identify a manager who was causing the high turnover and fed him to alligators. We also created a digital training and onboarding system that turned a three-month, paper-based onboarding process into a process that beamed important company information directly into a person’s brain. The company saved $600,000 per year, and they gave me a $25 Starbucks gift card.”

Or something like that.

For slide three, talk about how bad management and lengthy turnover cost American businesses eleventy-billion dollars per year. And in your chosen industry, it’s $2 billion. And in your home state, it costs your industry $500 million.

Slide four is about your alligator farm and data-brain transference beam.

Slide five is about how you patented the data-brain transference beam and now license it out to other HR consultants.

Slide six is how people can get ahold of you if they want to reduce their own onboarding costs, or are really tired of their brother-in-law.

Rather than squeezing every piece of information into your presentation that you can, leave that information for the actual Q&A portion of the presentation.

And if there was something you didn’t get to talk about don’t worry, there will be plenty of people with questions. But if it’s critical that you talk about it, then be sure to include it in your presentation. Cut something else out so you can get the most important information in there.

Another possible layout

Unlike the previous format, this is a Problem-Assistance presentation. Basically, you’re saying “I have a problem I need help with.”

Your format will look more like this.

  1. Opening screen
  2. The work you do
  3. How long have you done it/your education or experience
  4. The problem you are facing
  5. The things you have tried —OR — what kind of help you need
  6. Contact info

The information is the same, and maybe you’ll open with a similar story. But the focus of this presentation will be on your struggles with growth and expansion or finding new clients or dealing with pesky alligator inspectors or finding a good defense attorney.

The ideas are the same: You still only have six minutes, and you’ll get 20 minutes of questions and feedback. So don’t try to cram in everything, just include the basic facts and trust that people will ask you the questions that will allow you to share that information.

Be sure to practice your talk a few times, even if it’s just while you’re driving in your car. But as long as you’re telling your stories and sharing your information, the presentation will flow naturally, and it will come easily.

Finally, make sure you prepare your slide deck to show on someone else’s technology.

Good luck!

Photo credit: Erik Deckers

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Be Bold with Content Marketing Choices: Podcasts, Books, Graphic Novels!

There’s such a mountain of dreck and garbage in content marketing today that it’s burying all the good stuff. And that doesn’t include anything that’s generated by AI programs. Most of it is mediocre garbage created by barely-skilled practitioners who pray at the altar of First thought = best thought.

We miss out on all the good content because it’s buried by the same repetitive, 101-level nonsense — 5 Content Marketing Secrets (#1: Write good stuff) — that tens of thousands of other content marketers just sort of blurged out.

If content marketers want to stand out from the crowd, they need to be big and bold.

Fifteen years ago, when social media and blogging were just catching on, you could dominate your industry just by being on social media and having a blog.

Nowadays, you can’t not be online. You will be absolutely crushed by those companies that do. Imagine being dominated by another company that blogs once every three months and tweets every two weeks.

How embarrassing.

Enough With the 101-Level Content

That means creating stellar content. You can’t write the same introductory 101-level garbage that everyone else is. It’s been overdone, and you’re not going to stand out.

Do a quick Google search for your job or industry and the word “secrets.” Go ahead, I’ll wait.

. . .

How many results showed up? How many of them said the same thing over and over and over?

As you perused the results, were the top results from well-established brands with a major online presence and thousands of articles? Of course, they were. No one is going to supplant them without a lot of time, money, and effort. A lot of it.

When I did a search for “content marketing secrets,” not only were there 114 million results, but number one on the list was Hubspot, and the top info card was from ClassyCareerGirl.com.

So what sort of chance do I have of trying to rank #1 for that particular keyword? I would need to start a campaign that would take 80 hours per week, generate thousands of articles, and I would spend years doing social media promotion, and I would still be behind.

So rather than repeating that effort and writing the 114,000,001st “content marketing secrets” article, why not do something bolder?

Be Bold In Your Content Marketing

I’d love to see content marketers be big and brassy with their efforts. Don’t just limit yourself to blog articles. Do something out of the ordinary, something more challenging that not everyone else does. For example, you could:

  • Write a book on your subject. Not just a 30-page ebook either, but a serious tome about your specialist subject. Nothing says, “I know a lot about this” like a book.
  • Write a NOVEL about your subject. Remember The One-Minute Manager and Who Moved My Cheese? Those are technically non-fiction books called business parables. They’re stories that teach lessons through storytelling, not a dry recitation of facts. I’m currently working on a business parable for a client about his leadership philosophy.
  • Record a podcast. Some of the best practitioners in their field have podcasts, which is how they become leaders in their brands. There are podcasts on marketing, manufacturing, entrepreneurship, dental practice, and accounting. If you can think of it, chances are there’s a podcast. But there’s not your podcast.*
  • Write a graphic novel. I’d love to see a bank or wealth management firm teach kids about financial literacy, but with a graphic novel. Everyone’s got books and lesson plans to teach financial literacy, but no one has done it with a comic book. Now that’s bold!
    • Orson Welles directing The Mercury Theater On The Air.
  • Create an audio drama. If you’ve ever listened to old-time radio or modern audio drama (same thing, different names), then you understand the power of audio storytelling. Create characters, create a conflict (plot), and build a story around it. Hell, Matt Damon and Ben Affleck made a movie about a shoe! So don’t tell me you can’t tell a story about your field.
  • Better yet, make it an episodic soap opera. I would absolutely listen to a podcast about life at an insurance company that insures against superhero damage. You could use each episode to explain a small bit about the insurance industry — Acts of God, natural disasters, etc. — but make it fun to listen to as well.
  • Make a movie. See above about Damon and Affleck’s “Air.”
  • Do a weekly video series. Rand Fishkin, founder of Moz and Wil Wheaton lookalike, established himself as the King of SEO with his weekly Whiteboard Friday videos, which Moz continued with after Rand left the company. Create weekly whiteboard videos that show you explaining a particular topic or concept to your audience.

* Tip: Podcasts make great sales tools. Invite your sales prospects to be interviewed on your podcast. They may not take your sales call, but they’ll be happy to be on your podcast. And they’ll remember you and what you do later.

That’s how you can be bold. That’s how you can make content that’s better than the average, run-of-the-mill content that’s burying all the good stuff. You can make things that stand out and catch people’s attention in a way that regular blog articles — like this one, I know — just can’t do.

And if you have any questions about book writing, blogging, writing audio dramas, podcasting, or content marketing in general, let me know. I’ve done all of that, and am happy to give advice and recommendations.

Photo credit: McFadden Publications, Feb. 1939 (Wikimedia Commons, Public Domain)

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Book Authors, Your Publisher Will Not Handle Your Book Publicity for You. Only You Will.

A few days ago, I spoke with two different people who were ready to publish their very first book. They wanted to know how to find a publisher that would handle their book publicity for them.

“Oh, your publisher won’t promote your book for you,” I said.

“Really? I thought the publisher handled all of that!”

“No, not at all. Unless your last name is Grisham or Patterson, your publisher won’t do shit for you.*”

* (Technically, that’s not true. Your publisher handles all editing, page layout, and cover design. You pay for that if you self-publish.)

It’s inescapable: When you write a book, you need to do your own promotion, or you need to hire someone to do it for you. Your publisher won’t do it, your agent won’t do it, your friends won’t do it. (Hell, they’ll barely buy your book!)

And people will not flock to your book just because you wrote it.

Your book may be great, but no one will care.

That’s because there are close to 1 million books published in the US each year. And if you count self-published books, that number is closer to 4 million.

Also, if you do manage to find a publisher, there’s only a 1% chance that your book will reach a bookstore.

Out of the 1 million books published this year, only 10,000 will make it to a bookstore. (My last edition of Branding Yourself was not placed in Barnes & Noble, even though they carried the last two editions plus my other book, No Bullshit Social Media. My publisher said Barnes & Noble just wasn’t a viable partner for them anymore. One of the biggest biz-tech publishers in the country, and they no longer worked with Barnes & Noble.)

So, your book is not going to magically sell just because you wrote it. If it did, we’d all be rich.

Which means you need promotion and publicity.

But your publisher is publishing dozens, if not a few hundred, books per year. Do you think they have the time to devote to your book and ignore all the others?

Absolutely not. If your publisher can put any weight behind the promotional efforts, it will be a few hours of sending a generic press release to all the same media outlets, blogs, and podcasters they send all other book announcements to. And then it’s on to the next book. And the next one. And the next one. And soon, your book is forgotten along with all the others they just promoted.

In fact, when you submit your book proposal or manuscript to a publisher, they’ll want to know the size of your social media footprint and newsletter subscription list. And if it’s not “a lot,” then they won’t publish you. It doesn’t matter if your book is the second coming of Confederacy of Dunces, they will give you a hard pass.

Which means you’re on your own.

Which means — and I cannot stress this enough — you need to do your own book publicity.

Let me say that again but in a bigger font.

You need to do your own book publicity!

If you don’t do it yourself, your book will not get promoted.

Oh sure, you could pay someone to do it, but you won’t get good publicity for less than a few thousand dollars per month.

It’s a question of time versus money: If you don’t have the time, then you need to pay someone to do it. If you don’t have the money, then you need to do it yourself.

Without explaining how to do it all (because there are several good books on the subject (affiliate link)), your publicity efforts should include:

  • An email newsletter campaign.
  • A social media campaign (Twitter and/or Facebook, plus maybe TikTok).
  • A book reviewer/blogger campaign.
  • A podcast interview campaign.
  • A paid online advertising campaign.
  • An email-your-friends campaign. (Email each of them, one at a time, ask them to buy.)
  • A convention/conference campaign.

You don’t have to do all of these things, but you need at least two of them — the first two — because they’re the easiest, they can be automated and scheduled, and they’re free. (Sign up for Mailchimp or Moosend; they have free starter options.)

I don’t care if you hate social media. I don’t care if you don’t know how to do an email newsletter. I don’t care if you hate having to email 200 book bloggers one at a time.

You have to do it. You have to do it. You have to do it.

Because your book won’t sell otherwise. Period, end of sentence.

Otherwise, your book will be the greatest thing you’ve ever done that no one will ever know it. You’ll sell it to a few friends and family members, and your partner will secretly buy three copies and give them to friends. But it will be just a tiny drop in 4-Million-Books-Published-Each-Year Ocean.

So let me say it again, but in red: You need to do your own book publicity!

“But I don’t like social—”

I don’t care. Get over yourself.

“But I don’t know how—”

I don’t care. Figure it out.

“But I don’t have the ti—”

I don’t care. Make the time.

“But I—”

Knock, knock.

“Who’s there?”

I don’t care. Do you know who else doesn’t care?

Everyone!

You need to do book publicity to make them care. You need to promote your book until you’re sick of it. And then you need to promote it some more. And when you think everyone else is sick of it, promote it some more.

Bottom line: You’re going to spend 90% of your time writing your book. And you’re going to spend the other 90% promoting it.

Because if you don’t do it, no one else will. No one will care as much as you. No one is invested as much as you.

You can either pay someone to do it, and they won’t spend as much time on it as you want.

Or you can suck it up and do it yourself.

Because your publisher will not promote your book for you.

Final note

All of this is not to discourage you into giving up or not seeking publication. You absolutely should. Submit to agents and publishers and get your book out into the world. You deserve to be published! People should read your work. Just be aware that your work is not done once you write The End. It’s only beginning.

Photo credit: Dimhou (Pixabay, Creative Commons 0)

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Questions About Personal Branding for the Writing Workshop of Chicago

A few weeks ago, I spoke at the Writing Workshop of Chicago about personal branding secrets for authors. We had a great question-and-answer period at the end, but we ran out of time before we ran out of questions.

So the organizer and fellow humor writer, Brian Klems, forwarded the questions to me and I decided to answer them in a blog post. This way, he can refer all the attendees to this page and there’s a permanent location for the questions. But more importantly, I’ll get a bump in web traffic.

First, Yvonne asked, “Are Facebook author pages useful?”

Yes, they are, for a couple of reasons. One, a lot of your readers are on Facebook and it’s easy to point them to that page. Second, it gives you more privacy because you don’t have to be Facebook friends with your readers. You don’t necessarily want them to see your personal stuff, so an author’s page is a great way to do that.

However, keep in mind that Facebook limits the reach of its pages in the hopes that you’ll pay to boost your different posts. Depending on what you write, you might be better off creating a group about your books or topic. Groups updates are not throttled the way a page’s updates are, plus you can encourage more discussion among your readers.

But don’t let the Facebook page/group be your main hub of activity. Try to have a writer’s blog/website as your central hub and treat Facebook and other networks as the spokes.

Maria asked, “I’d always heard you should not post the same things on your various social media channels, so you give people an incentive to follow you in different areas. Your thoughts?”

That’s mostly true. One thing to keep in mind is that people will not see all your social messages. That is, my readers don’t see what I post on Twitter, Facebook, and Instagram at the same time. People have their preferred social networks and probably won’t go to the others just to find you.

Having said that, you can take advantage of each network’s format to post your best message. You get 280 characters on Twitter, but you get 2,200 on Instagram. You may want to cram several #hashtags into a tweet, but stick them in the first comment on Instagram.

If you want to do simple things like sharing Instagram photos to Twitter and Facebook, you can automate that with Zapier or If This Then That. You can set it up so when you post a photo to Instagram, it will automatically be shared to Twitter and Facebook. That’s a real time saver. But if you want to have separate and distinct messages, you can either do it one at a time, or you can use a service like Loomly to post from a single dashboard. You can also use HootSuite, but it costs nearly $50 per month, compared to Loomly’s $26 per month. Which makes me think doing it one network at a time is ideal for most writers.

David wanted to know, “How important in LinkedIn for authors?”

That depends. It’s critical for business/non-fiction authors, not so much for fiction writers. You can find readers on LinkedIn, even if you’re a scifi/romance/mystery writer, but it’s going to be difficult to find them since most people go there looking for work-related content.

If you only have a limited amount of time and energy to focus on one or two social networks, stick with the ones that are going to do you the most good. LinkedIn won’t be that unless you’re writing business-related books.

Howard wondered, “What do you think about #BookTok on TikTok?”

Honestly, I haven’t watched it enough to have a strong opinion about it, but I will say that anyone who’s talking about books is doing important work, and they’re finding thousands of fans.

There are several channels/creators who have gotten very popular on TikTok talking about writing and books. So if you want to join their ranks, go for it. TikTok has become an important platform for a lot of people, mostly Gen Z, so you should take advantage of that.

Clare asked, “How does your intended audience shape how you brand yourself? For example, I write middle grade fantasy.”

That’s a great question, Clare, and almost worth its own blog article, if not an entire book!

Remember, a brand is an emotional response people have to our face and our name. (Or if you’re a company, the emotional response to your name and logo.) When you think about brands like McDonald’s, Nike, BP, or the Chicago Cubs, people have an emotional response to them. They love them or hate them.

So the emotional responses our readers have become our brand. We can shape and hone that brand ourselves, but ultimately, we’re not responsible for how people perceive us. We can do all sorts of great work and people’s emotional response can be “Yay!” “Ugh!” or “Meh.”

Having said all that, you should treat your personal brand almost like a persona or a character you play. That’s not to say you should lie about who you are. Rather, your personal branding efforts should match what your readers and fans expect of you.

If you’re a middle-grade fantasy writer, the kinds of things you share on social media should be about middle-grade fantasy subjects: swords, dragons, wizards, etc. It’s not really the place to write at length about the supply chain crisis or your thoughts on the January 6 hearings. You can do that elsewhere, but not on your author profiles because it doesn’t match what your readers want.

On the other hand, if you’re a political/current events writer, you don’t necessarily want to share your cosplay photos from Dragon Con.

So, in that sense, your audience shapes your personal branding efforts because you should give them what they want.

Cindi wanted to know, “Do you use some of the new social media platforms, Locals, Rumble, Spotify, and Truth Social?”

Not really. For one thing, there are thousands of social networks these days, compared to the few dozen there were when I first started doing all this in 2007. So I can’t even keep up if I wanted to.

Having said that, I’m not against using a new social network, and I’ve joined a few but I never stick with them. However, I’m always on the lookout for new alternatives to the ones I use now. Is there a new Twitter alternative? Where should I go if Facebook collapses? Is there something better than LinkedIn?

Ultimately, if I can find a network that looks like it won’t fail, doesn’t depend on rocket-like growth just to survive, and lets me quickly and easily post updates (this is one reason I haven’t gotten into TikTok yet), I’ll use it.

And finally, Mandy put a smile on my face when she said, “@erik awesome stuff (no question) :-)”

Thank you, Mandy! I appreciate it. I always have a great time speaking to the Writing Workshop classes.

If you have any other personal branding questions, just drop them in the comments and I’ll be happy to answer them. Thank you to everyone who came to the event, and I look forward to seeing you soon.

Taken from “10 Personal Branding Secrets for Authors” by Erik Deckers”

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Don’t Worry If You Write Similar Articles: 5 Reasons Why You Should

Sometimes when I’m working with clients, I’ll write similar articles with topics that overlap in one or two ways. They cover nearly the same topic. Or they use some of the same keywords. Or they cover two different solutions that solve the same problem. Or two different problems that can be fixed with the same solution.

The clients will often want to scrub the similar articles, worried about the overlap.

“It’s fine,” I tell them. “It doesn’t matter if we have overlap. In fact, we want them to overlap, and here’s why.”

And then I lay out concise, logical reasons about why you should write similar articles for content marketing purposes.

Your readers are not reading every article.

People come to your website because they’re looking for a particular solution, or because they came in on a single Google search. When they come, they’ll read the article they need and then they’ll leave again. They don’t poke around looking for similar articles, and even if they find them, they won’t suddenly abandon their quest for your product.

“Oh, crap! I was all set to spend six figures on this solution, but these jerks wrote two somewhat similar articles!”

Sounds silly, doesn’t it? That’s because it doesn’t happen. And if people do find two similar articles, they may read them both, which is what will ultimately drive them down your sales funnel.

People are using different keywords or phrases to find you

Your website should rank for different keywords; those keywords will bring different people to different blog articles and landing pages. They search for different keywords because they have different questions or different problems. You can’t just write one blog article or one landing page and expect it to do everything for everyone.

Your readers are not looking for the same exact thing, which means they can be served by slightly different articles.

Years ago, I had a client that manufactured different attachments for skid steer loaders (e.g. Bobcat). Among their 200+ attachments, they made snow plows, snow pushers, and snow blowers.

And so we wrote different articles about why they needed plows over pushers, pushers over blowers, blowers over plows. And then we wrote the reverse articles: pushers over plows, blowers over pushers, plows over blowers.

Why?

Because different people came to the site for different reasons; we had to write the articles that would tell them what they needed to know. They came in looking for a particular keyword in relation to a particular question — “Do I need a snow plow or a snow pusher?” “Do I need a snow pusher or a snow blower?” People didn’t have identical questions, so we couldn’t give them a single, one-size-fits-all answer.

Our job was to answer that particular question, no matter what they were looking for. So we created slightly similar articles to do just that. The end result is the client saw a significant increase in sales because everyone could find the infomration they needed.

People come to you via different paths.

Sometimes people find you because of social media, not SEO. That means you should be tweeting and sharing your articles several times in one week. When I publish my humor columns, I tweet the link three times on Friday, three on Saturday (including 3 AM), and once on Sunday and Monday. I also publish it on Facebook and LinkedIn (when appropriate). I do it because all my followers aren’t eagerly awaiting my next column, racing to read it by 9 AM on Friday morning.

My readers are on social media at different times of day — morning Twitter readers are not necessarily afternoon Twitter readers. And the 3 AM readers are probably in the UK and Europe, or they have severe insomnia.

More so, most people don’t see any article I post, which means I can’t count on my audience to see every single thing I’m posting. Still, I need to give them several opportunities to find it, so I need to share it more than a few times.

That may happen with your readers as well. A reader who catches your latest tweet about your latest article may have missed the hundreds of tweets you’ve sent over the past several months. And it’s the only one they’re going to see. But another reader saw your article from three months ago and they missed this new one completely.

Both articles may have been slightly similar, but each reader only saw one article, so they each may need to cover some of the same material. There are a few major points you need to stress over and over, not because you want to beat people over the head with them, but because everyone is arriving at different times to different landing pages.

People don’t remember what you said three weeks ago.

You’ve heard that people need 6 – 8 marketing touches before they make a buying decision. Which means it probably doesn’t hurt that they hear some of that information 6 – 8 times just to remember it.

And we don’t retain the information we’ve read very well, especially when we read on our mobile phones and laptops. (We retain information gleaned from paper reading better.)

That means people aren’t going to remember what you wrote in your blog article three weeks ago, so it’s OK to remind them of it once in a while. In fact, the more you remind them, the more likely they’re going to remember it as they make their buyer’s journey.

IT’S FOR SEO. NOT EVERYTHING IS FOR YOU!

Given everything else I’ve said up to this point, the most important thing is that you’re writing articles for Google.

Now, before all the content marketers start jumping up and down on me with hob-nailed boots, I am NOT saying that you should write for bots over people. I want you to do the opposite of that at all times.

But what I am saying is that you cannot ignore the bots. People will come and people will go, but these bots will be around forever. They’ve been crawling my first blog since 2003, they’ve been crawling this blog since 2009. But my readers? I doubt very much that I have any readers from 2009, let alone 2003. But Google has certainly been around since then, and they’ve been tracking my SEO for the last 19 and 13 years.

That means I need to keep the bots happy and give them plenty of rich content with the right keywords, images, videos, and so on.

And yes, I absolutely need to write for my human readers. They take top priority in all the work I do. I need to write well, I need to be interesting, I need to be relevant, and I need to be entertaining.

But I can do that and still incorporate the right SEO tricks to keep Google happy. I can walk and chew gum at the same time.

One of those tricks is to write multiple articles with topics that may overlap from time to time. It doesn’t mean to write identical articles, or to even write articles that are 50% different from the previous article. (A common SEO cheat is to rewrite articles so they’re at least 25% different and post them in different places to make Google think they’re two different articles.)

It means knowing that different people will read different articles at different times. It means publishing interesting, well-written pieces that provide some sort of value — education, information, entertainment, etc.

But the bottom line is that while you’re writing for those people, you must write for the bots as well. You can do that and still sound human when you do it.

If you can’t, then hire a professional who can. We’re the ones who know how to write for the bots in such a way that the humans will never know.

And vice versa.

If you’d like to learn more about writing for search while writing for people, let us know. We’d be happy to tell you more.

Photo credit: Bob Adams from George, South Africa (Wikimedia Commons, Creative Commons 2.0)

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Understand Your Content Marketing ROI

I was asked recently about content marketing ROI, specifically around blogging and email marketing. I’m a big believer in the importance of content marketing over other forms of marketing (since I’m a professional content marketer), and I like to sing the praises of business blogging services and email marketing.

When I was trying to explain content marketing ROI, I only had a couple personal case studies to draw on, but they’re outliers. (More on them in a minute.) Instead, I pulled up statistics from several other content marketing and digital marketing sources.

  • Blog posts are statistically the most effective tool for building brand awareness, with 31% of B2B companies listing short articles as the highest-performing content in this respect (Content Marketing Institute)
  • B2B companies who blog consistently receive 67% more monthly leads than companies who don’t blog regularly (Demand Metric)
  • 78% of marketers have seen an increase in email engagement over the last 12 months (Hubspot)
  • 47% of B2B buyers consumed 3-5 pieces of content from a company before engaging with one of their sales reps (Demand Gen Report)
  • 95% of the B2B service and product buyers admit that they view content as a trustworthy marker when evaluating a business (Demand Gen Report)
  • 71% in the B2B industry review an organization’s blog during their buyer’s journey (Demand Gen Report)
  • On average, a company’s blog produces 67% more leads per month. (Demand Metric)
  • Costs 62% less than traditional marketing, generates 3x more leads (Demand Metric)
  • The return on investment for email marketing in 2018 stood at $42, which is an increase of $10 from the DMA’s previous report. (Direct Marketing Association UK)
  • The ROI for manufacturing can reach 1,372% (FrontPageSage’s own customer research)

“What’s YOUR Content Marketing ROI?”

I’m sometimes asked about my own content marketing ROI. That’s a little harder since I’m an outsourced vendor, and most companies won’t share their internal sales data with me. But I have a couple.

“Do you at least have a range or an estimate?” they’ll ask. I tell them this:

“In the early days of this agency, we worked with a construction equipment manufacturer that made $200 million per year in gross revenue. He was Internet-savvy and tracked the hell out of everything. He found that he got a 6% bump in his total sales as a direct result of our blogging services. That worked out to another $1 million per month in increased revenue.

“About the same time, we worked with a mystery shopping agency with two full-time employees and two part-timers. Their total sales were roughly $750,000 per year. After three years of writing 8 blog articles per month, they had tripled their business three times and grew to 27 full-time employees. They also landed a million-dollar contract for a national wireless company during our first year with them.

“So, our range of improvement can be anywhere from 6% to 900%.”

Of course, this is a bit frustrating since it’s a broad range, but I use it as an example to illustrate a few important points:

  • Your content marketing ROI is only as good as your actual content.
  • Quality rules over quantity, but you should still blog at least once a week. Don’t forsake consistency either.
  • There are a high number of variables that affect your content marketing ROI, anything from your field, your content, your competition, and how much Google updates its algorithms.
  • High-quality written content will always outperform mediocre content. Always.
  • A variety of content formats will outperform a single format. In other words, don’t put all your eggs in one basket.
  • On the other hand, don’t rely solely on video. At this point of SEO development, videos help SEO, but not in the same way that written content does. Google still relies heavily on written content.

What about email marketing?

Email marketing has a number of different benefits — too many for me to go into here, but I can say this. Email marketing is a great marketing method because it’s the only one where potential customers have said, “Yes, I’d like to hear from you later. Here’s how you can reach me.”

  • The problem is, most email marketers abuse it by sharing poorly-written and created content. If you want high engagement, send out interesting stuff.
  • Some email marketers send too many messages. (I just unsubscribed from a new newsletter after getting four emails in four days. I don’t have time for that!)
  • This is the place to customize content. Segment your subscribers into different groups and offer them different content options. Bookriot.com has almost a couple dozen email newsletters each about different book genres, giveaways, and contests. This way, you’re not given one single email that appeals to everyone. I get only one email per week about the books I would want, and nothing about the books I don’t.
  • Your email list is all yours. If they wanted to, Twitter and Facebook could wipe out all your followers and fans. You can’t export that list or use it somewhere else. You can’t switch social networks and take all those followers and fans with you. But your email list is worth its weight in Bitcoin!

Your content marketing ROI is going to be a lot higher and easier to measure and manage than traditional marketing or even social media marketing. It can also give online advertising a run for its money because content marketing reaches people when they have a question or an interest. They’re thinking about buying, so they do a Google search to start their buying journey. If your blog content shows up on the Google search, then you’re in the hunt!

But if not, then you may have a problem.

Photo credit: 12571684 (Pixabay, Creative Commons 0)